By Anna Lockhart.
In a recent episode of MetalTalk, Karen L. Edwards sat down with the CEO of Grosso University, Dominic Caminata, to discuss the importance of sales training and business development for business owners in the home improvement industry.
By combining the influential sales training of Rick Grosso, Grosso University has become a leader in the sales performance and training industry. Founded in 2019 by Dominic, the program was a way to continue Rick Grosso’s legacy of harnessing the potential in hopeful sales representatives who attended his infamous Closer’s Camps. Dominic explained, “Since then, we've been working countless hours to build the most comprehensive online sales training platform the industry has ever seen. We have hundreds of hours of sales training content housed in our online university, and now we have sales associates and coaches where Grosso University is becoming the official training arm for many companies all around the country.”
There’s a lot of work that goes into building sales knowledge and conversational abilities beyond basic conversation. The sale performance is more than just a recitation of words and mannerisms, it’s psychological as well. Being able to read a prospect’s body language and behavior and anticipate their possible responses is a key skill in blocking and reassuring any objections that may come up.
Dominic explains why the ability to read human behavior and body language is beneficial, “Through our introduction, and our needs assessment, and our measured inspection process, company story, every step to our sale, we're looking for the opportunity, of course, to fish out any hidden objections they may have, bring up all the most common objections early on, and squashing those like killing a flea with a sledgehammer throughout the sales encounter, so that by the time I'm to the close, not only is the customer excited about moving forward and eager, they actually want to do it.”
The studying of minute body language signs seems pointless at first, but it’s the harnessing of such skills that seem insignificant that sets Grosso University apart from the rest. Building similar skills to create an arsenal primed for any prospective interaction can lead to great change across the board if a whole sales team is equipped with the same knowledge.
Watch the full webinar to learn more about Grosso University and how Dominic Caminata used insightful and clever sales strategies to propel Grosso’s legacy forward for a new generation of sales professionals in the home improvement industry.
Anna Lockhart is a content administrator/writer for RoofersCoffeeShop®, MetalCoffeeShop™ and AskARoofer. When she’s not working, she’s most likely to be found with her nose in a book or attempting to master a new cookie recipe.
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